First Call Rampup
Audits a new rep's early sales call transcript against a foundational-skills rubric covering opening, open-ended questioning, pain uncovering, and pitch delivery. Use when coaching a newly ramped rep, reviewing their first calls, or building a rep-development plan from real call evidence.
Next Step Commitment
Checks whether a sales call ended with a real, dated, mutually-owned next step versus a vague "we'll circle back." Use when reviewing whether a call actually moved a deal forward, coaching a rep on closing calls out properly, or sweeping a CRM export for deals stuck without a next step.
Sandler
Audits a B2B sales call transcript against the Sandler Selling System submarine (Bonding & Rapport, Up-Front Contract, Pain, Budget, Decision, Fulfillment, Post-Sell), or sweeps a CRM export for deals missing Sandler-relevant fields. Use when checking whether a rep pitched before earning the right to, whether a close was actually agreed to or just assumed, or auditing a pipeline for deals that sk…
End Client Registration
Audits a partner/reseller's end-client deal registration for completeness — partner identity, end-client entity kept distinct from the partner, engagement scope, conflict check against the direct pipeline, confirmed permission to engage the end-client contact, commercial terms, and an expiry window. Use when reviewing a channel/partner deal registration export or a partner registration-review cal…
Qualify To Poc
Audits the call/checkpoint that moves a qualified deal into POC/pilot kickoff — the go/no-go gate before pilot work starts — against five dimensions covering success criteria, technical scope, stakeholder commitment, timeline/exit criteria, and resourcing. Or sweeps a CRM export for deals entering pilot stage without those fields set. Use when deciding whether a deal is actually ready to start a…
Negotiation Closing
Audits a late-stage negotiation call transcript against a rubric covering pricing sentiment, procurement momentum, contracting awareness, and closure timeline, or sweeps a CRM export for late-stage deals with no documented closing path. Use when reviewing a negotiation call, or checking pipeline for deals stuck in late stage with no clear path to close.
Upsell Expansion
Audits an expansion/upsell call transcript against a rubric covering opportunity clarity, champion strength, renewal health, and strategic alignment, or sweeps a CRM export for expansion opportunities missing a health check. Use when reviewing an upsell or expansion conversation, or checking an account list for expansion pushes that skipped a renewal-health check first.
Won Pipeline Check
Sweeps a closed-won deal export for missing handoff and record data the post-sale team needs — CS owner, kickoff date, signed value/term, contract reference, and date/stage consistency. Use when a deal desk or RevOps person wants to check closed-won deals before they hand off to onboarding/CS, or audit a pipeline export for won deals with incomplete records.
Meeting To Qualify
Audits a qualification call transcript to assess whether a deal is real — authority, budget plausibility, urgency, and fit — or sweeps a CRM export for deals never properly qualified. Use when deciding whether to invest further in a deal, reviewing a qualification call, or checking pipeline for unqualified deals inflating forecast.
Deep Discovery
Audits an early-stage B2B sales discovery call transcript against a discovery-quality rubric, or sweeps a CRM deal export for missing discovery fields. Use when reviewing a discovery/early-stage sales call, coaching a rep on discovery quality, or checking a pipeline export for deals with thin discovery.
Improve Demo
Audits a product demo call transcript against a rubric covering tailoring, stakeholder presence, engagement, and outcome clarity, or sweeps a CRM export for demos with no documented next step. Use when reviewing a demo call, coaching a rep on demo delivery, or checking pipeline for demos that didn't produce a clear next step.
Pilot To Conversion
Audits a pilot/POC check-in call transcript against a rubric covering plan alignment, technical readiness, user engagement, and results against criteria, or sweeps a CRM export for pilots at risk of stalling before conversion. Use when reviewing a pilot check-in call, or checking pipeline for POCs that have run long without a documented result.
Technical Discovery
Audits a technical/solution-fit call transcript against a rubric covering current stack, future-state vision, POC scope, and technical stakeholders, or sweeps a CRM export for deals missing technical-fit data. Use when reviewing a technical discovery or solution-engineering call, or checking pipeline for deals heading into a POC without technical groundwork.
Persona Based Discovery
Audits whether a discovery call's questions and framing were actually tailored to the specific buyer persona in the room (technical evaluator, economic buyer, end user, etc.), or sweeps a CRM export for deals with no persona/role data attached to contacts. Use when checking that a rep adapted to who they were talking to rather than running a one-size-fits-all script, or when reviewing a pipeline…
Challenger
Audits a B2B sales call transcript against the Challenger Sale framework (teach, tailor, take control, plus the commercial-teaching pitch arc), or sweeps a CRM export for deals with no teaching insight logged. Use when a rep leans on discovery-question skill but rarely brings a point of view, when prepping a rep for a competitive or status-quo-defending deal, or when a manager wants to know if a…
Churn Prevention
Audits a renewal-risk or check-in call transcript against a churn/retention-signal rubric, or sweeps a CRM export for at-risk accounts missing renewal-risk data. Use when reviewing a customer check-in or QBR before a renewal, coaching a CSM on retention conversations, or scanning an account list for churn risk.
Prospect Pipeline Check
Sweeps a CRM pipeline export for prospect-stage deals with no real two-way engagement from the prospect side — the earliest "is this even a deal" gate, before budget, buyer, or pain are even in scope. Use when auditing a prospect-stage pipeline for zombie deals a rep is carrying forward on outbound activity alone, or before a pipeline review to separate real opportunities from unanswered outreach.
New Business Registration
Audits a new-logo deal-registration record, or the call/checkpoint where a rep registers a brand-new opportunity into pipeline, against general deal-registration practice covering entity identification, duplicate/conflict checking, source attribution, and ICP fit. Use when reviewing a fresh deal registration before it's approved, or sweeping a registration export for records missing required fiel…
Evaluation Pipeline Check
Sweeps a deal/pipeline export for technical evaluations running without defined success criteria, a technical champion, or an evaluation end date, and flags evaluations running long, stalled, or missing a security/procurement review relative to the export's own norms. Use when reviewing deals sitting in a technical evaluation stage, or auditing a pipeline export before a forecast call.
Onboarding Journey
Audits a new-customer onboarding call transcript against a rubric covering onboarding experience, sentiment, and early expansion signal, or sweeps a CRM export for onboarding accounts with no documented health signal. Use when reviewing an onboarding check-in call, or checking a new-customer list for onboardings going quiet.
Negotiation Pipeline Check
Sweeps a deal/pipeline export for deals in negotiation with no paper process started, no named approver on a discount, no credible close date, or no named signature path. Use when reviewing forecast-stage negotiation deals for whether they have a real mechanical path to signature, not just a stated intent to close.
Poc Success
Audits a POC/pilot exit review — did the pilot actually meet its agreed success criteria, and is that decision documented with evidence and sign-off — or sweeps a CRM export for deals past their POC end date with no recorded outcome. Use when a pilot has just wrapped and you need a structured read on whether it genuinely passed, or when checking pipeline for POCs that ran out the clock with no ou…
Customer Success
Audits a periodic QBR or account health-review call transcript against a rubric covering value delivered, usage breadth, open issues, and forward alignment, or sweeps a CRM export for accounts overdue for a health review. Use when reviewing a QBR or ongoing health check-in, distinct from a renewal-risk-triggered or expansion-triggered conversation.
Bant
Audits a B2B sales call transcript against the BANT qualification framework (Budget, Authority, Need, Timeline), or sweeps a CRM export for deals missing BANT fields. Use when qualifying an early-stage lead, deciding whether to advance a deal past a first call, or checking a pipeline export for unqualified opportunities.
Adoption Leaderboard
Scores a rep's or a team's recent sales calls against a fixed set of five winning-behavior checklists (rapport, upsell signals, renewal risk, customer experience, value realization), then ranks reps lowest-adoption-first so the highest-leverage coaching targets lead. Use when running a team calibration, prepping 1:1 coaching from real call evidence instead of impressions, or checking whether a sp…
Pain Finder
Ranks the pain points surfaced in a sales call transcript by confidence and evidence, tagged by category. Use when a rep wants to know what a prospect's real pain points are and which to lead with in a follow-up, or when comparing pain points across multiple calls with the same account.
Faint
Audits a B2B sales call transcript against the FAINT qualification framework (Funds, Authority, Interest, Need, Timing), or sweeps a CRM export for deals missing FAINT fields. Use when a prospect hasn't articulated a clear need yet but shows financial capacity and curiosity, or when deciding whether a demand-driven lead is worth advancing before a formal need is on record.
Poc Pilot Pipeline Check
Sweeps a CRM pipeline export for POCs and pilots running with no exit criteria, no sponsor, or no conversion date. Use when RevOps or a manager wants a pipeline-wide read on which POCs/pilots can actually convert versus which are drifting with nothing written down.
Meddpicc
Audits a B2B sales call transcript against the MEDDPICC qualification framework (Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, Competition), or sweeps a CRM export for deals missing MEDDPICC fields. Use when a deal is heading toward legal/procurement/security review and needs a read on the close-mechanics letter that MEDDICC doesn't cover, p…
Meddicc
Audits a B2B sales call transcript against the MEDDICC qualification framework (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Competition), or sweeps a CRM export for deals missing MEDDICC fields. Use when qualifying an opportunity, prepping for a deal-review or forecast call, or checking whether a deal in the pipeline has real MEDDICC coverage.
Qualify Pipeline Check
Sweeps a CRM/pipeline export for deals that advanced past the Qualify stage without the facts that stage is supposed to establish — economic buyer, pain, budget signal, a close date consistent with the procurement cycle, a next step, and a qualification-framework record. Use when RevOps or a manager wants to audit the Qualify pipeline for deals advanced on hope rather than evidence. Does not read…
Sql To Qualify
Audits the first call after a sales-qualified lead (SQL) hand-off to check whether there's a real opportunity worth a rep's time — right contact, pain in the prospect's own words, rough budget/urgency fit, competitive awareness, and a concrete next meeting — or sweeps a CRM export for SQLs sitting untouched past this gate. Use right after an SQL is assigned and worked for the first time, before i…